Dr. Yasmin Davidds Presenting:! Latinas Negotiating " Leadership Success!

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1 Welcome to the National Hispana Leadership Institute 2012 Webinar Series with: Dr. Yasmin Davidds Presenting:! Latinas Negotiating " Leadership Success! About NHLI The National Hispana Leadership Institute is the premier leadership organization preparing Latinas for positions of national influence, public policy impact, and to contribute to the advancement of the Hispanic community.

About NHLI The National Hispana Leadership Institute is the premier leadership organization

2 Dr. Yasmin Davidds is an international bestselling author, women's empowerment and negotiation specialist and an expert in the world-renowned KARRASS negotiation program. As one of the top leading female negotiation experts in the U.S. and Latin America, Yasmin has trained and consulted thousands of corporate leaders in over 200 blue chip companies throughout 22 countries in the art and skill of negotiation. A graduate of USC with a degree in Business Entrepreneurship, Yasmin went on to receive her Master s Degree in Women Studies and her doctorate degree in Organizational Psychology. For more information about Dr. Yasmin Davidds and her work, please visit! " " "! The webinar will be recorded and will be made available on NHLI s website: For questions nhli@nhli.org

and Latin America, Yasmin has trained and consulted thousands of corporate leaders in over 200 blue chip companies throughout 22 countries in the art and skill of negotiation.

4 WEBINAR OVERVIEW Latinas Negotiating Leadership Success: What Research Shows Overview of 5 Negotiation Styles Negotiating with Competitive Style Negotiating with Accommodating Style Negotiating with Avoidance Style Negotiating with Compromising Style Negotiating with Collaborating Style Determining the Best Negotiation Strategy

with Accommodating Style Negotiating with Avoidance Style Negotiating with

5 LATINA NEGOTIATION STUDY A study conducted by the women s institute of negotiation found that out of 250 Professional Latinas surveyed: 97% said their greatest fear when negotiating is not knowing how to ask for what they want 92% feared that when they do negotiate, that they may be asking for too much 90% feared they might be perceived as too aggressive

negotiating is not knowing how to ask for what they want 92% feared that when they do

6 POLL QUESTION When negotiating, do you feel you can Jlex negotiating styles and adapt your style as needed?

7 5 NEGOTIATING STYLES COMPETITIVE Often assertive and unwilling to cooperate. They place their needs above the needs of others They try to manipulate the situation in their favor. They are usually more concerned with winning the :ight than :inding the best solution AVOIDING They have no desire to be involved in the nego2a2on (could be for mul2tude of reasons) and will try to sidestep the situa2on, postpone dealing with it, or propose that the issue be ignored. Typically ambivalent to their own wants and desires as well as the wants and desires of others. ACCOMMODATING They tend to be passive as they seek coopera2on. They o>en neglect their needs and want to make sure others get their way. Tend to be submissive and afraid of conflict. COLLABORATING They are both asser2ve and coopera2ve. They seek a solu2on that sa2sfies all concerns while taking a leadership role in the solu2on. Collabora2ng involves crea2ve solu2ons that embody the wants and needs of all involved. COMPROMISING Those who compromise try to find a quick solu2on that benefits everyone involved. Compromising means both sides will give up part of their wants and desires in order to find common ground.

sidestep the situa2on, postpone dealing with it, or propose that the issue be ignored. Typically ambivalent to their own wants and desires as well as the wants and desires of others.

8 HOW TO NEGOTIATE WITH COMPETITIVE STYLE ASK, LISTEN & SHUT UP. Competitors love to talk and try to persuade. Let them. The more they try to persuade you, the more negotiation power you re getting. STICK TO YOUR PRINCIPLES. Gain their respect. Compe2tors Respect strength. Not necessarily do it in an adversarial way, although this might be needed at 2mes. FRANKLY EMPHASIZE YOUR LEVERAGE. Competitors will not be offended by direct language about your leverage. Emphasize it. Lower your voice, look them in the eye, and just lay out the facts.

Compe2tors Respect strength. Not necessarily do it in an adversarial way, although this might be needed at 2mes.

9 NEGOTIATING WITH ACCOMMODATOR STYLE Get commitments in writing (such as an ) accommodators Descrip7on may of the easily contents not comply with a verbal commitment. Descrip7on of the business Resist the urge to share too much information too early. Descrip7on of the business Be sensitive Descrip7on to the of importance the business accommodators place on relationship.

Descrip7on of the business Resist the urge to share too much information too early.

10 1. Focus on Most Important Items First 2. Probe Descrip7on for their of Interests the contents Find Descrip7on out what of they business need and want. They will try to hide these if they believe Descrip7on of the business discussing them will lead to con:lict. Descrip7on of the business Your likelihood of success will increase the more you :ind out what they truly want and need.

11 NEGOTIATING WITH COLLABORATING Use Principled Negotiation Framework Look for underlying issues Use Objective Criteria Find Variety of Options Create New Value COMPROMISING Use creation of new value to raise the negotiation outcomes to a new standard.

Find Variety of Options Create New Value COMPROMISING Use

12 Children Married Same work posi7on

13 I win, you lose ajtude. When it s best to use: when you must have what you want Competi7ve Style Ques7ons Yes No Is your interest in the outcome more important than the ongoing or future relationship with the other party? Is this a one- time nego2ation? I ll let you win in in exchange for some other benefit I hope to gain now or later or I will let you win because I don t want to deal with poten5al conflict. When it s best to use: when you have done wrong and want to seqle quickly Accommodation Style Ques7ons Yes No Are you willing to lose in order to gain something more important? Is preserving or enhancing the relationship very important?

future relationship with the other party? Is this a one- time nego2ation?

14 I don t care who wins, I just want to get this over with quickly. When it s best to use: when expedience maqers most Compromise Strategy Question Yes No Are you seeking a quick and easy end to the negotiation? Children Collabora2on strategy is We can both win by making the pie bigger. When Married it s best to use: when you want to create a bigger pie Same work Collaboration posi7on Strategy Questions Yes No Is the outcome just as important as the relationship? Do you have the time required to find creative solutions that meet both parties needs?

negotiation? Children Collabora2on strategy is We can both win by making the pie bigger.

15 I don t really want to nego2ate at all. When it s best to use: when you are not yet ready to nego2ate or don t care to nego2ate Avoidance Strategy Questions Yes No Do you need more time to prepare for the nego2ation? Can your Children needs be met without nego2ating? Married Are the ends not worth the effort of a full- blown Same work nego2ation? posi7on

Avoidance Strategy Questions Yes No Do you need more time to prepare for the nego2ation?

16 COMPLIMENT REQUEST COMPLIMENT Show Appreciation Request Describe Direct Bene:its

17 Thank you for attending NHLI s webinar: Dr. Yasmin Davidds Presenting:! Latinas Negotiating " Leadership Success!!! To stay connected and get news of future webinars, events and programs join NHLI s mailing Follow NHLI on Twitter: twitter.com/nhli and NHLI on Facebook today. To learn about upcoming webinars, visit: To learn about NHLI s programs, visit: For questions on NHLI webinars, nhli@nhli.org

org Follow NHLI on Twitter: twitter.com/nhli and NHLI on Facebook today. To learn about upcoming webinars, visit: www.

18 If you are interested in becoming an NHLI webinar presenter learn more at: To stay connected and get news of future webinars, events and programs join NHLI s mailing Follow NHLI on Twitter: twitter.com/nhli and NHLI on Facebook today. To learn about upcoming webinars, visit: To learn about NHLI s programs, visit: For questions on NHLI webinars, nhli@nhli.org

org Follow NHLI on Twitter: twitter.com/nhli and NHLI on Facebook today.

Using Cloud Services like Oﬃce 365 to Help Pursue your Professional and Personal Interests!

Welcome to the National Hispana Leadership Institute 2012 Webinar Series with: Using Cloud Services like Oﬃce 365 to Help Pursue your Professional and Personal Interests! About NHLI The National Hispana